Essays about: "relational selling"
Showing result 1 - 5 of 6 essays containing the words relational selling.
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1. Unwrapping the Customer Value concept and its application within an Industrial Manufacturing Firm : A Case Study within Husqvarna
University essay from KTH/Skolan för industriell teknik och management (ITM)Abstract : Traditional manufacturing companies were reliant on selling their product centred offerings towards customers. However, technological developments, volatile market environments as well as calls for more personalised experiences from customers, have made the traditional product-centred approaches less effective. READ MORE
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2. Maximizing value capture from AI digital solutions : A case study of a startup in the wind energy industry
University essay from Luleå tekniska universitet/Institutionen för ekonomi, teknik, konst och samhälleAbstract : Purpose The purpose of this study is to extend current literature on the concept of value capture for AI start-ups, focusing on the challenges they face and how to maximize value capture. By investigating relational and economical value capture dimensions, this study aims to identify opportunities for start-ups to extract value from their AI digital solutions. READ MORE
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3. Artificial Intelligence in Business-to-Business Sales Processes : The impact on the sales representatives and management implications
University essay from Linköpings universitet/Företagsekonomi; Linköpings universitet/Filosofiska fakultetenAbstract : Background: The sales representatives in B2B companies are experiencing several changes in their environment, which have already altered their performed activities. In order to meet the new customer needs, Artificial Intelligence (AI) provides an effective usage of the large amount of complex data that is available, defined as Big Data. READ MORE
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4. Transferring components of brand loyalty in a brand extension scenario within FMCG
University essay from Handelshögskolan i Stockholm/Institutionen för marknadsföring och strategiAbstract : Brand managers within FMCG are continuously looking to capitalize on strong brands to grow their business. Strategies involving brand extension activities have become increasingly popular, as it allows brand managers to build on already established consumer-brand relations to increase cross-selling. READ MORE
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5. Customer value for business model innovation : Case of O&M services in Swedish Wind Industry
University essay from Högskolan i Halmstad/Business Model Innovation (BMI)Abstract : Wind energy industry has been growing fast during last years, and the demand for operation and maintenance (O&M) services has been increasing rapidly. As wind turbine manufacturing companies have been focusing more on selling rather than after sales services, this created problems in O&M, which started to influence the overall profitability of wind energy projects. READ MORE